SKILL


Concentration: The Key to Selling Power WILLIAM SCHWARTZ


Closing a sale often depends on how well you concentrate on the total situation. Being able to focus all your attention and energy on a single task or situation comes easily when you are concentrating on something you find easy or have a strong desire to do. However, when it comes to something more difficult, like selling to a tough customer, you may find it hard to keep your concentration on track.


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There are several ways you can use the power of your mind to improve your concentration at critical times. Let’s look at what interferes with concentration to learn how you can remove the roadblocks and improve your ability to concentrate.


1) STRESS


The first obstacle to concentration is stress.


Can you recall a sales presenta- tion that went badly because you felt nervous or uptight, didn’t make all the points you wanted to, or left an indifferent or poor impression on


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